Mini Series on Sales Performance PART VI.: Based on scientific literature and a meta analysis, we look at the future influence of AI on sales performance.

[REMEMBER] The article was published well beyond ChatGPT and the othe AI Tools available today to sales teams.

How are you using ChatGPT in Pharma Sales?

Join us in this BONUS episode, which is part in an upcoming 5 Part mini series about sales performance and its factors.

[SOURCE]H. Herjanto and D. Franklin, Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons, Australasian Marketing Journal, ⁠⁠https://doi.org/10.1016/j.ausmj.2018.12.001⁠⁠

=============================

Dr. Karuth -The Man behind Pharma Sales Pulse Podcast:

His german podcast ⁠⁠⁠„Pharma Sales Master“⁠⁠⁠ is the no.1 Podcast for Sales in Healthcare, reaching 5.000 Downloads or 1/10 of the Pharma Salesreps in Germany. Reach out for interview possibilities:

⁠⁠⁠https://bit.ly/PSMPodcastGuest⁠⁠⁠

Find Dr. Karuth on:

LinkedIn: ⁠⁠https://www.linkedin.com/in/drkaruth/⁠⁠

Web: ⁠⁠https://www.drkaruth.com⁠⁠

Facebook: ⁠⁠https://www.facebook.com/drkaruth⁠⁠

Sales Care Reminder Newsletter - Follow on LinkedIn ⁠⁠https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6987839569756889088⁠⁠

===================

Who is Dr. Karuth? In +28 years sales experience in the pharmaceutical industry, working for industrial leader like Novartis and J&J as a national key account manager, he developed a unique perspective on Pharma Sales. As the CEO of his own coaching and consulting firm, he empowers sales teams in Pharma and Medical Devices to optimize their time with Healthcare Professionals (HCPs), resulting in less customer visits but more meaningful engagements.

He is a mentor, a coach, and a passionate advocate for strategic communication, team leadership, and Keyaccount Management in the healthcare sector.

➡️ Find out his 3⁠⁠ Consulting Options

Zusammenfassung

Diese Podcast Episode untersucht die Erfolgsfaktoren und Motivationsbedürfnisse von Verkäufern im modernen, komplexen Vertriebsumfeld. Mithilfe qualitativer Fokusgruppenanalysen wird ein dreifaches Modell (trifokales Perspektiv) entwickelt, das den Erfolg von Verkäufern anhand ihrer Beziehungen zu Kunden, Unternehmen und sich selbst beschreibt. Das Modell identifiziert drei Rollen (Berater, Unternehmer, Personalisierer) und vier damit verbundene Motivationsbedürfnisse (Identifikation, Territorialisierung, Effizienz, Anpassung). Die Studie liefert sowohl theoretische als auch praktische Erkenntnisse für das Management von Vertriebsteams und regt weitere Forschungsansätze an.

=======================

To cite this article: Duleep Delpechitre , Aditya Gupta , Arash H. Zadeh , Joon Ho Lim & Steven A. Taylor (2020): Toward a new perspective on salesperson success and motivation: a trifocal framework, Journal of Personal Selling & Sales Management, DOI: 10.1080/08853134.2020.1805748

To link to this article: https://doi.org/10.1080/08853134.2020.1805748

Disclaimer: contains AI generated content

=============================

Dr. Karuth -The Man behind Pharma Sales Pulse Podcast:

His german podcast ⁠⁠⁠„Pharma Sales Master“⁠⁠⁠ is the no.1 Podcast for Sales in Healthcare, reaching 5.000 Downloads or 1/10 of all the Pharma Salesreps in Germany.

Find Dr. Karuth on:

LinkedIn: ⁠⁠https://www.linkedin.com/in/drkaruth/⁠⁠

Web: ⁠⁠https://www.drkaruth.com⁠⁠

Facebook: ⁠⁠https://www.facebook.com/drkaruth⁠⁠

Sales Care Reminder Newsletter - Follow on LinkedIn ⁠⁠https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6987839569756889088⁠⁠

===================

Who is Dr. Karuth? In +28 years sales experience in the pharmaceutical industry, working for industrial leader like Novartis and J&J as a national key account manager, he developed a unique perspective on Pharma Sales.

As the CEO of his own coaching and consulting firm, he empowers sales teams in Pharma and Medical Devices to optimize their time with Healthcare Professionals (HCPs), resulting in less customer visits but more meaningful engagements.

He is a mentor, a coach, and a passionate advocate for strategic communication, team leadership, and Keyaccount Management Sales in the healthcare sector.

➡️ Find out his 3⁠⁠ Consulting Options

Mini Series on Sales Performance PART V.: Based on scientific literature and a meta analysis,

TODAY: The Buyer perspective onto the performance of YOUR Salesteam.

Join us in this new episode, which is part one in an upcoming 5 Part mini series about sales performance and its factors.

[SOURCE]H. Herjanto and D. Franklin, Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons, Australasian Marketing Journal, ⁠⁠https://doi.org/10.1016/j.ausmj.2018.12.001⁠⁠

=============================

Dr. Karuth -The Man behind Pharma Sales Pulse Podcast:

His german podcast ⁠⁠⁠„Pharma Sales Master“⁠⁠⁠ is the no.1 Podcast for Sales in Healthcare, reaching 5.000 Downloads or 1/10 of the Pharma Salesreps in Germany. Reach out for interview possibilities:

⁠⁠⁠https://bit.ly/PSMPodcastGuest⁠⁠⁠

Find Dr. Karuth on:

LinkedIn: ⁠⁠https://www.linkedin.com/in/drkaruth/⁠⁠

Web: ⁠⁠https://www.drkaruth.com⁠⁠

Facebook: ⁠⁠https://www.facebook.com/drkaruth⁠⁠

Sales Care Reminder Newsletter - Follow on LinkedIn ⁠⁠https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6987839569756889088⁠⁠

===================

Who is Dr. Karuth? In +28 years sales experience in the pharmaceutical industry, working for industrial leader like Novartis and J&J as a national key account manager, he developed a unique perspective on Pharma Sales. As the CEO of his own coaching and consulting firm, he empowers sales teams in Pharma and Medical Devices to optimize their time with Healthcare Professionals (HCPs), resulting in less customer visits but more meaningful engagements.

He is a mentor, a coach, and a passionate advocate for strategic communication, team leadership, and Keyaccount Management in the healthcare sector.

➡️ Find out his 3⁠⁠ Consulting Options

Mini Series on Sales Performance PART IV.: Based on scientific literature and a meta analysis, we dissect the influence of the organizational structure surrounding sales performance. Is it a Challenge?

Join us in this new episode, which is one part of an upcoming 5 Part mini series about sales performance and its performance factors.

[SOURCE]H. Herjanto and D. Franklin, Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons, Australasian Marketing Journal, ⁠⁠https://doi.org/10.1016/j.ausmj.2018.12.001⁠⁠

=============================

Dr. Karuth -The Man behind Pharma Sales Pulse Podcast:

His german podcast ⁠⁠⁠„Pharma Sales Master“⁠⁠⁠ is the no.1 Podcast for Sales in Healthcare, reaching 5.000 Downloads or 1/10 of the Pharma Salesreps in Germany.Reach out for interview possibilities:

⁠⁠⁠https://bit.ly/PSMPodcastGuest⁠⁠⁠

Find Dr. Karuth on:

LinkedIn: ⁠⁠https://www.linkedin.com/in/drkaruth/⁠⁠

Web: ⁠⁠https://www.drkaruth.com⁠⁠

Facebook: ⁠⁠https://www.facebook.com/drkaruth⁠⁠Sales Care Reminder Newsletter - Follow on LinkedIn ⁠⁠https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6987839569756889088⁠⁠

===================Who is Dr. Karuth?In +28 years sales experience in the pharmaceutical industry, working for industrial leader like Novartis and J&J as a national key account manager, he developed a unique perspective on Pharma Sales. As the CEO of his own coaching and consulting firm, he empowers sales teams in Pharma and Medical Devices to optimize their time with Healthcare Professionals (HCPs), resulting in less customer visits but more meaningful engagements.

He is a mentor, a coach, and a passionate advocate for strategic communication, team leadership, and Keyaccount Management in the healthcare sector.

➡️ Find out his 3⁠⁠ Consulting Options

Mini Series on Sales Performance PART III.: Based on scientific literature and a meta analysis, we NOW dive deep into the performance of YOUR Salesforce and the influence of your team structure

Join us in this new episode, which is part one in an upcoming 5 Part mini series about sales performance and its factors.

[SOURCE]H. Herjanto and D. Franklin, Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons, Australasian Marketing Journal, ⁠https://doi.org/10.1016/j.ausmj.2018.12.001⁠

=============================

Dr. Karuth -The Man behind Pharma Sales Pulse Podcast:

His german podcast ⁠⁠„Pharma Sales Master“⁠⁠ is the no.1 Podcast for Sales in Healthcare, reaching 5.000 Downloads or 1/10 of the Pharma Salesreps in Germany. Reach out for interview possibilities:

⁠⁠https://bit.ly/PSMPodcastGuest⁠⁠

Find Dr. Karuth on:

LinkedIn: ⁠https://www.linkedin.com/in/drkaruth/⁠

Web: ⁠https://www.drkaruth.com⁠

Facebook: ⁠https://www.facebook.com/drkaruth⁠ Sales Care Reminder Newsletter - Follow on LinkedIn ⁠https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6987839569756889088⁠

=================== Who is Dr. Karuth? In +28 years sales experience in the pharmaceutical industry, working for industrial leader like Novartis and J&J as a national key account manager, he developed a unique perspective on Pharma Sales. As the CEO of his own coaching and consulting firm, he empowers sales teams in Pharma and Medical Devices to optimize their time with Healthcare Professionals (HCPs), resulting in less customer visits but more meaningful engagements.

He is a mentor, a coach, and a passionate advocate for strategic communication, team leadership, and Keyaccount Management in the healthcare sector.

➡️ Find out his 3⁠ Consulting Options

Mini Series on Sales Performance: Based on scientific literature and a meta analysis, we dive deep into the performance of YOUR Salesforce.

Join us in this new episode, which is part one in an upcoming 5 Part mini series about sales performance and its factors.

[SOURCE]H. Herjanto and D. Franklin, Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons, Australasian Marketing Journal, https://doi.org/10.1016/j.ausmj.2018.12.001

=============================

Dr. Karuth -The Man behind Pharma Sales Pulse Podcast:

His german podcast ⁠„Pharma Sales Master“⁠ is the no.1 Podcast for Sales in Healthcare, reaching 5.000 Downloads or 1/10 of the Pharma Salesreps in Germany.Reach out for interview possibilities:

⁠https://bit.ly/PSMPodcastGuest⁠

Find Dr. Karuth on:

LinkedIn: https://www.linkedin.com/in/drkaruth/

Web: https://www.drkaruth.com

Facebook: https://www.facebook.com/drkaruth

Sales Care Reminder Newsletter - Follow on LinkedIn https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6987839569756889088

===================

Who is Dr. Karuth?In +28 years sales experience in the pharmaceutical industry, working for industrial leader like Novartis and J&J as a national key account manager, he developed a unique perspective on Pharma Sales. As the CEO of his own coaching and consulting firm, he empowers sales teams in Pharma and Medical Devices to optimize their time with Healthcare Professionals (HCPs), resulting in less customer visits but more meaningful engagements.

He is a mentor, a coach, and a passionate advocate for strategic communication, team leadership, and Keyaccount Management in the healthcare sector.

➡️ Find out his 3 Consulting Options

Reviewing the scientific literature with a meta analysis, we dive deep into the performance factors of YOUR Salesforce.

Join us in this new episode, which is part one in an upcoming mini series about sales performance and its factors.

H. Herjanto and D. Franklin, Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons, Australasian Marketing Journal, https://doi.org/10.1016/j.ausmj.2018.12.001

=============================

Dr. Karuth -The Man behind Pharma Sales Pulse Podcast:

His german podcast ⁠⁠„Pharma Sales Master“⁠⁠ is the no.1 Podcast for Sales in Healthcare, reaching 5.000 Downloads or 1/10 of the Pharma Salesreps in Germany.Reach out for interview possibilities:

⁠⁠https://bit.ly/PSMPodcastGuest⁠⁠

Find Dr. Karuth on:

LinkedIn: ⁠https://www.linkedin.com/in/drkaruth/⁠

Web: ⁠https://www.drkaruth.com⁠

Facebook: ⁠https://www.facebook.com/drkaruth⁠Sales Care Reminder Newsletter -

Follow on LinkedIn ⁠https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6987839569756889088⁠

===================

Who is Dr. Karuth?In +28 years sales experience in the pharmaceutical industry, working for industrial leader like Novartis and J&J as a national key account manager, he developed a unique perspective on Pharma Sales. As the CEO of his own coaching and consulting firm, he empowers sales teams in Pharma and Medical Devices to optimize their time with Healthcare Professionals (HCPs), resulting in less customer visits but more meaningful engagements.

He is a mentor, a coach, and a passionate advocate for strategic communication, team leadership, and Keyaccount Management in the healthcare sector.

➡️ Find out his 3⁠ Consulting Options⁠

This podcast episode provides a comprehensive overview of the German pharmaceutical market, focusing on pricing and reimbursement.

It explores the roles of key players like the Federal Joint Committee (G-BA), the Institute for Quality and Efficiency in Healthcare (IQWiG), and the Association of Statutory Health Insurance Funds (GKV-SV).

The episode examines the AMNOG process for evaluating new pharmaceuticals and the reference price system for established medications. It also discusses the challenges and opportunities present in the German pharmaceutical market, providing insights for sales professionals to succeed in this complex environment.

=============================

Dr. Karuth -The Man behind Pharma Sales Pulse Podcast:

His german podcast ⁠⁠„Pharma Sales Master“⁠⁠ is the no.1 Podcast for Sales in Healthcare, reaching 5.000 Downloads or 1/10 of the Pharma Salesreps in Germany.

Reach out for interview possibilities:

⁠⁠https://bit.ly/PSMPodcastGuest⁠⁠

Find Dr. Karuth on:

LinkedIn: ⁠https://www.linkedin.com/in/drkaruth/⁠

Web: ⁠https://www.drkaruth.com⁠

Facebook: ⁠https://www.facebook.com/drkaruth⁠ Sales Care Reminder Newsletter - Follow on LinkedIn ⁠https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6987839569756889088⁠

=================== Who is Dr. Karuth? In +28 years sales experience in the pharmaceutical industry, working for industrial leader like Novartis and J&J as a national key account manager, he developed a unique perspective on Pharma Sales. As the CEO of his own coaching and consulting firm, he empowers sales teams in Pharma and Medical Devices to optimize their time with Healthcare Professionals (HCPs), resulting in less customer visits but more meaningful engagements.

He is a mentor, a coach, and a passionate advocate for strategic communication, team leadership, and Keyaccount Management in the healthcare sector.

➡️ Find out his 3⁠ Consulting Options⁠